By Paul Kunert
3 October 2008
Dell has been working behind the scenes to formalise links with corporate giants SCC and Computacenter but it is believed that both firms have walked away from a deal – at least temporarily - as it would upset their biggest partner Hewlett-Packard.
Both integrators have long sold Dell but sources said signing up to the Partner Direct channel scheme would send HP into a tail spin, and could have a knock off affect on the soft margins they make and the pilot programmes they are invited to join.
When pressed about the situation with the CC and SCC, Josh Claman, vice president of channels EMEA, pointed out that the firms already work together and are members of its Alliance programme.
“That is growing well and our business is growing well. We do have a lot of informal business with SCC and Computacenter and had various fulfilments. In terms of Partner Direct we do not work together officially,” he told Microscope.
Getting the two firms on board in an official capacity would swell the one time direct selling purist’s channel sales figures however Claman refused to comment “on anything that is not formalised”.
According to channel sources, CC and SCC, which transact significantly more than £100m a year with HP, view engagement with Dell as “too risky and a deal is unlikely to go through at the current time”.
Mike Norris, chief executive at Computacenter refused to comment and SCC was unavailable to comment.
